Account Planning & Management

Insight and Visibility for even the most complex accounts

Developing a plan for managing key accounts is a challenge, unless... you have a common model for effective account management. Most plans are created in Word documents or Powerpoint presentations, which makes it difficult to track progress, evaluate metrics and ensure the plan is actually working. Instead of having a plan that sits on a bookshelf most of the year, use AXIOM to do the heavy lifting for you!

With the AXIOM Solution

Review Account Health Scores to easily track where you are compared to where want the account to be.

Key accounts teams decide on common areas for improvement and can compare the their plan to other similar successful accounts.

Build a SWOT analysis that connects account objectives and activities to help you track how key Account Health Scores change over time

Gain real time visibility into the account pipeline. Whether you have a single account in a single location or a global family of related accounts, all opportunities and strategic initiatives are automatically associated with the account plan.

The system seamlessly gathers information about important relationships and key business issues within each account.

Keep your global account team aligned and communicate priority business issues to address opportunities and take action.

Account Planning and Management promotes more effective key account relationships by giving sales teams a more holistic view of what’s happening within the account and provides a proactive means of ensuring the plan is actually on plan.

The reason our sales team has been so successful is partly because of the AXIOM Process that we implement on a day to day basis. We've also been very fortunate to have very skilled/motivated sales professionals who embraced the process and saw their potential to increase to the point that they were the only ones that could hold themselves back. Excellent Sales Process + Excellent Sales People = Infinite Sales Potential.

RALPH RUBY

…I feel like you work for PMC and have a vested interest to see PMC succeed.

MARK LINDEMOEN, PHARMERICA

As a Salesperson, The AXIOM process revolutionized my telemarketing/prospecting approach. Simply put, it's the BEST sales process I have ever seen. As a Sales Manager, it has allowed me to better understand EVERY deal that my reps forecast to me, which allows me to forecast only those deals upstream with a high degree of confidence and accuracy. I have watched our closing ratios and overall sales proficiency skyrocket since implementing this Sales Process. I can prove it with my team's rep participation (currently 6 of 7 at/above 100% YTD) with our productivity per rep among the highest in the country, and our cancel rate among the lowest in the company, and well below the national average. In my opinion, everyone should be teaching this AXIOM Sales Process, and everyone should be selling this way.

BRIAN LAW

After 8 years sitting in front of prospects and customers, I've learned more through AXIOM Training than my entire previous work experience. Although the benefits of AXIOM seem readily apparent at the time of training, the true effectiveness is experienced over time through application of the process. This training not only allows you to focus on, but helps you develop an understanding of customer's true business drivers from the 30,000 foot view down to a very granular level. The beauty is it's effectiveness at all levels. If you apply just one principle, you will gain sales proficiency. If you invest in the concept and adopt the entire philosophy, you will without a doubt be on your way to #1.

JEFF CLAUER

The impact in my life that this process has made is amazing. I have been in a sales-related position for 12 years now and never before have I been so positively impacted by a sales training/process. The AXIOM Training process has taught me to better qualify potential clients and maintain control of the entire sales cycle until the closing. I will continue to strive to strengthen my sales skills by using this process in all aspects of my life both professional and personal.

KARA RICKVALSKY

The basic framework of the AXIOM Process has allowed me to establish a clear process to selling with the flexibility to navigate any conversation. As a result of practice and consistent implementation, I have been able measure my results and therefore know where I need to improve. Without a doubt, I am a better sales professional as a direct result of learning the AXIOM Process.